Eat the Frog...and Sales

Posted by Jack Derby, Head Coach on Wed, Jun 03, 2015

strategic_planning-2Trust that you finished the month on Plan and are now racing toward the all-important end of the quarter.  I always enjoy this second quarter since it's that perfect time of year to...

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Tags: closing sales, business planning, business coaching, business plans, best sales practices;

Punched in the face...and Sales

Posted by Jack Derby, Head Coach on Fri, Dec 05, 2014

“Everybody has a plan until they get punched in the face.”                   -Mike Tyson

If your last image of Iron Mike chewing off the ear of Evander Holyfield was a bit too graphic, then maybe some of the following highly positive quotes might be more representative of the reasons for careful planning...just so that you don't get punched in the face.

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Tags: Sales Best Practices, sales and marketing best practices, sales planning, sales plans, business tools, business planning, business coaching, business plans

Strategic planning, business planning...and Sales

Posted by Jack Derby, Head Coach on Fri, Jul 18, 2014

Sometimes we make this strategic planning stuff much too difficult, too mysterious and too complex to be useful in the real, rough and tumble world of scaling a profitable growth business. 

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Tags: sales and marketing best practices, sales management effectiveness, sales plan process, sales effectiveness, sales management training, business planning, strategic planning, improving sales productivity

I'm finally holding all the right cards...and Sales

Posted by Jack Derby, Head Coach on Thu, Dec 05, 2013


Coming off the Thanksgiving break after one too many slices of pumpkin pie, I'm feeling pretty good about sales specifically and business overall right now.  A couple of solid weeks of selling left in the year.  Everyone at the firm is maxed out with work.  January's outlook appears to be reasonably ok.  Teaching at Tufts and MIT are in exam modes. The stock market is humming, and the economy in general seems to be more positive...even though the fundamentals (little things like debt, GDP growth and jobs) aren't that much better.

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Tags: sales management effectiveness, sales enablement, sales management boot camp, business tools, business planning, business plans, sales boot camps, best sales practices;

Get our free "Writing the Winning Business Plan"-the 2013 edition

Posted by Jack Derby, Head Coach on Tue, Jul 30, 2013


  If it's summer, then it's time to do the annual rewrite of our
  free ebook-Writing the Winning Business Plan 

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Tags: Sales Best Practices, sales, sales management boot camp, business planning, business plans, how to write a business plan, writing a business plan

The Boston Police...and Sales

Posted by Jack Derby, Head Coach on Thu, May 02, 2013

When I first began working with the senior command of the Boston Police Department about five years ago, I needed to change everything that I knew about doing strategic planning with companies.  Suddenly, I was working with a heavily experienced senior management team where there were no revenue streams to increase.  No sales channels to modify or expand.  No pricing strategies to think about either outside or inside any boxes.  No corporate ROI metrics on gross assets or debt.  Just the deliberate strategies and highly practiced tactics of good old community policing and being measured by the reduction rate of violent crime.

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Tags: sales productivity, sales coaching, Sales Optimization, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales planning, sales management training, sales training, business tools, business planning, sales boot camps

Dilbert & Business Plans...and Sales

Posted by Jack Derby, Head Coach on Thu, Aug 02, 2012

I've been a student of the comics forever and well remember waiting dutifully for my father to come every night and hand me the Boston Traveler, which I then immediately thumbed to the funnies.  Today, I'm still addicted to the comics although it's my iPad now that delivers my daily fix, since my daily download of BostonGlobe.com sadly does not include the comics.  Dilbert continues to be one of my favorites for the simple reason that the parallels to daily business life are so close to reality that they either make me laugh or cringe.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, improved sales management, sales management training, selling skills, sales optomization, closing sales, Sales quota, sales training, sales plans, management, business tools, business planning, business coaching, strategic planning

Perspective...in life, in Sales and about Steve

Posted by Jack Derby, Head Coach on Thu, Oct 06, 2011

I escaped from the end of the quarter Sales Crunch Time late last Friday, and went to Vermont this past weekend for the The Annual Fall Cleanup. It’s always a chore but also a relief to get through another summer season and start preparing for the winta'.   It’s just a bit of disbelief that the summer came and went, and I only made it back to my home state of Vermont once, and that trip was with customers for an offsite.  Those six generations who came before me were doing the proverbial rollover wondering what the heck happened to their Vermont son.  But my addictions to the NH beach and now Stratton’s beckoning snowboard trails help me put everything into perspective.  I just follow the seasons and the rhythm of our customer’s annual business calendars, and everything seems to fall neatly into place-very hectic and squeezed-but in place, all the same.

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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, Sales quota, sales training, business planning

Going Back to School

Posted by Jack Derby, Head Coach on Sat, Aug 27, 2011

 

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Tags: sales productivity, Sales Optimization, sales, sales management effectiveness, sales effectiveness, sales tools, selling, sales training, management, business tools, business planning

The Rhythm of Entrepreneurship & Sales & Jobs

Posted by Jack Derby, Head Coach on Wed, Jul 27, 2011

My Question of the Day

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Tags: the economy, venture capital, angel investing, entreprenurial, sales, management, business planning, jobs